Reading Your Prospects Mind

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My cousin Gene was telling me a story of how one Saturday morning he woke up to somebody knocking on his door. He puts on his robe and was greeted by a salesperson with a box of frozen goods.

The salesperson was dress sharply, had a big smile, and spoke faster than a hurricane (how typical right?) Apparently, on this beautiful Saturday morning, he was trying to sell what he claimed to be "top-of-the-line" steaks to my cousin.

My cousin was a bit groggy, a little hungover and not very coherent yet... so he just couldn't manage to get rid of the annoying salesperson. No matter what excuses Jimmy came up with to NOT buy the steaks, the salesperson would quickly brush that aside.

Gene's wife, Jennifer, not sure what the commotion was all about, finally got herself out of bed, put on a robe and came downstairs.

She quickly analyzed the situation, saw that Jimmy was having a hard time getting rid of the salesperson, and did the one thing that finally worked.

She asked, "Are the steaks kosher?"

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Lo-and-behold they weren't! So she said, "I don't want them."

With that, the salesperson left. He just wasted 30 minutes of his time which cut into his profitability. 

Not only did the salesperson tick off my cousin and his wife (for waking them up Saturday morning) but he committed the one mistake that 90% of businesses make in their marketing...

Know Your Target Market

See, the salesperson did the one thing many businesses do -- especially within the realm of network marketing. He did NOT study his market (obviously his timing was bad too... nobody likes to be woken up from bed Saturday morning).

He had no idea whom he was talking to.

He had no idea if the residence of the house he rang the doorbell at would have the slightest interest in what he had to offer - steaks. 

He was blindly marketing to random folks with the hope that they would buy. He had no idea if my cousins were even meat-eaters (try selling steaks to a vegetarian)!

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Had he done his research, he would've completely skipped Gene's residence in favor of the carnivore two doors down who wakes up early Saturday morning to hunt and kill, small animals to eat!

And guess what? He probably would've made a sale.

How To Find Your Perfect Customer

When you are marketing your business, you always want to have an idea as to whom you are targeting. You have to figure out who would realistically be interested in your products; who would be most likely to be the purchasing agent of your services?

Figuring this out will end up saving you a lot of advertising money, time, and head-aches.

You see, too often network marketers fail because they are convinced that EVERYONE is their target market, which is simply NOT TRUE!

They spend all their time, effort, and energy pitching their product and opportunity to everyone they know, without regard for interest level or need.

The result? Well it's like trying to "sell steaks to a vegetarian". See, it's not that the product is not worthy. It's just that without finding a NEED and WANT in their prospects, these network marketers:

have no idea if there is a REAL tangible need for that product, and...

have no idea how to connect with the people in the world who actually would be open to listening to a product or opportunity pitch!

So before you even start thinking about spending money newspaper ads or flyers, conjure up an image of the perfect customer for your products/services. Understand where they are coming from.

Ask yourself:

What problems of theirs can I help solve?

What questions of theirs can I help answer?

How do I relate to them?

What is my unique about what I have?

Why should they give a poop about you and your product/service?

Answering these questions will help you in writing and coming up with an internet marketing campaign targeting your ideal customer.

(The best part: They don't even need to know YOU!)

Here is an example of how to use the Target Market Model:

Here is your own Target Market Model to fill out for your own product, service, or opportunity:

The Mouse and the Cheese

"Hmmm.... Free cheese... interesting."

Yep, this is exactly what a mouse is thinking right before something goes "snap!"

To put this into perspective, Greg and I were in the market for a new bed...

About 18 months ago I was looking into different mattresses and happened upon the Temper-Pedic™ website.

While there, I had the option of signing up to receive a small sample of the material used in the mattress, updates on products, and promotions and discounts...

All they asked for in exchange was my name and email address to get the discounts...

It was kinda irresistible...

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Something for nothing...

I signed up without a moment's hesitation.

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Now, at the time, we weren't really in the market for a new bed.

Little did I know that I had gotten caught in their giant human "mouse-trap" in exchange for "my piece of cheese"...

Now listen closely, cause this is where the light bulbs start going off...

Send Them More Cheese

Over the next year and a half, Tempur-Pedic™ sent me information on the material ("the cheese"), the bed, and the company.

They would also send testimonials, special offers, stories of people freed of back pain, the importance of having a comfy bed... I mean the works!

I kept saying, "Why do they keep wasting their time and money on me?"

You see, the makers of Tempur-Pedic™ knew that while I may not be looking for a bed right at this moment, there comes a time in all our lives when we will need a bed.

They wanted to make sure that their bed was front and center in my mind when that time did come.

** This is where it matters for you: **

They could have either counted on my memory and just prayed and hoped that I'd remember their brand a year and a half after looking into them...

-or-

Or they could make sure their company name will always be synonymous with "comfortable sleep" and always have an "exclusive special offer" in front of me when the day does came when my bed caves in to old age.

They wanted to be sure that their brand was embedded into my memory that it would only seem natural that I end up purchasing their product when the timing was right.

I was stuck in their mouse trap, and I didn't even know it. 

And their investment in me?  Pennies on the dollar when compared to profit they would make if I ultimately bought a Tempur-Pedic™ bed.

I Bit The Cheese

And yes, a year and a half later, we did end up purchasing their King size bed with all the fixin's.

Now let's think about this for a moment.

Imagine if they had done their promotion without bothering to collect and retain my information.

Imagine if they had given me a DVD, book & sample at the mall without ever bothering to collect my information. I would have lost the sample, thrown away the DVD & booklet and my curiosity to learn more about it would have gone in the trash with it.

You think a year and a half later, when I was looking to buy a bed, I would've remembered Tempur-Pedic™?

Maybe.

Do you think I would've gone online to be educated on Tempur-Pedic™ and convinced myself to pay a premium for quality?

Highly Unlikely.

Or do you think I would've just gone down to the closest mattress store and bought what was available?

More Likely!

And most buyers today would've also done the same thing.

The Money Is In The List

What Tempur-Pedic's™ marketing department did was exercise the fundamentals of direct response marketing.

They created a list, built the value of the list over time through education and value.

They took every single person that demonstrated even a remote interest in what they had to offer, and put them inside that list.

Bear in mind that each person in that list volunteered their information.

This is the marketing business. The money is in the list.

The single most important concept you're taught first in network marketing is on making a list, however that's really not what this is.

What you and most other business owners should be doing is building a list of INTERESTED people!

Your business, no matter what product or industry, is leaving millions of dollars on the table by not building a proper list.

Allow me to put this in perspective...

Let's take some of the big time network marketing greats who have a strong presence online - like Eric Worre, Mike Dillard, Ray Higdon, Sonia Stringer, Sarah Robbins, etc.

(They each have hundreds of thousands of subscribers on their email list and on social media.)

Take away their homes, cars, offices & millions of dollars, but leave them with only their list of subscribers, (a list they already have a relationship with).

They would each be perfectly fine and be able to build a multi-million dollar empire in no-time.

Your List and the Relationship with Them is Your Business

In the next issue of your Attraction Marketing Bootcamp I'll be showing you the mechanism that will build your “mouse trap”/customer & prospect list 24/7, even while you sleep, eat or are out at a movie with the one you love!

To Building Your List the Right Way,

Greg and Amy Myers

Your Online Coaches and Mentors

P.S. BTW, like I said, to skip ahead and get the most comprehensive course for recruiting online for your MLM, grab your copy of The Attraction Marketing Formula!